Aims and objectives:

The module International Sales Strategy is about all important facets of planning and implementing a sales strategy. It is about analyzing, designing and managing an entire distribution and sales system in an international market environment. Core questions are about setting up a viable distribution network along international expansion, designing effective channel structures and processes within an international business network as well as coordinating and motivating sales partners in various markets.

Learning Outcomes:

Understand the elements and relationships of a comprehensive sales system in an international market context

Get the competence to design and implement a sales strategy in a structured-analytical manner

Know about strategic alternatives in setting up and managing a sales organization

Be able to decide on appropriate sales strategies with regard to given corporate and business goals and frameworks

Be enabled to manage international distributor and sales channels

Understand and apply coordination and motivation schemes on sales intermediaries